Join us on 11/9 @ 12pm EST and learn how to align your revenue team — and accelerate sales growth — by focusing on buying teams, with Kerry Cunningham and guest speaker Terry Flaherty of Forrester.
In most B2B organizations, marketers pursue leads while salespeople work opportunities. Unfortunately, this old-school approach doesn’t work like it used to. Revenue teams are reeling from the change.
What’s to blame? Buying teams have grown in recent years, injecting confusion and competing interests into the sales process.
What’s the cure? Pivoting from chasing MQLs to a deliberate, holistic focus on buying teams. This generates better sales, aligns teams, and streamlines the sales process.
Making this transition might seem daunting, but in this webinar, Terry Flaherty and Kerry Cunningham will illustrate the value and impact of embracing this approach.
In 2017, Forrester realized that lead-based processes were flawed. In response, Kerry, a former Forrester analyst, and Terry worked as part of the Forrester research team that developed the Demand Unit Waterfall™ to improve demand management. Later, they worked with sales and customer engagement teams to develop the B2B Revenue Waterfall™, which helps revenue teams align on a single view of all revenue opportunities.
In this webinar, Terry and Kerry will combine forces to discuss: